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We need more Antonio Lucios in this world
Antonio Lucio, PepsiCo's Senior Vice President of Insights and Innovation, sent me this brief list of beliefs after reading Never Eat Alone.

Sales Longevity - Free Webinar Available Here
I hosted a Webinar to introduce Objective Management Group's (OMG) newest innovation, The Sales Longevity Finding. In a nutshell, Sales Longevity is the likelihood of being able to retain a particular sales candidate through ramp-up, break-even, and 5X ROI. The attendees thought it was VERY cool! You can view the recorded Webinar here.
How Do Companies Retain Their Under Performing Salespeople?
Yesterday, while reviewing the findings and answers from a Sales Force Evaluation with a client, the conversation turned to the possibility of replacing some of their reps. As we began to talk about the 5 factors, they wondered how they were able to retain these people who, for the most part, weren't very good and weren't a very good fit for the roles they were in. Three of the factors came up big in explaining why the tenure of their 9 salespeople:
Call Reluctance - Causes, Factors and Predictors
Historically, when salespeople have failed, has most often been because of their inability to get appointments. We are able to identify the three factors that indicate a call-reluctance problem - a malady that is career-threatening for salespeople who are expected to hunt.

Latest Sales Recruiting Breakthrough - Download the New White Paper
We are hearing loud and clear that companies are ready and willing to hire salespeople again BUT - they don't want to make any more mistakes. If you hire a great salesperson but you can't retain your A Player, on paper, it's just one more hiring mistake.
Why Prospecting is Like Baseball
The reason I want to talk about why prospecting is like baseball is because I recently saw a quote by Mickey Mantle that struck home: "During my 18 years in baseball, I came to bat almost 9,000 times. I struck out over 1,700 times and walked over 1,800 times. That means I played seven years in the major leagues without even hitting a baseball."

Don’t just sit around on the Internet, put your web site to work.
So your business has a web site. Great! As we’ve said before, “It’s a credibility issue—these days a business is expected to have a web site.” But wait a minute, what’s the site doing for you? Sure, your web site is helping your customers get to know, like and trust you by building awareness, providing information and shortening the selling cycle, but could it be doing more? YES!

How White Papers Free Reports can Turbocharge your Marketing Efforts
If you are like most business owners, you are often afraid of giving away too much information. But in fact, you needn’t be afraid. The more valuable the information you give away, the more your prospects and customers will see you as an expert and trusted advisor.

Turnover, what does it cost?
Reducing turnover is a critical step in improving your resiliance during tough economic times. However, Retducing turnover isn't enough, you must retain the right employees. This is the first section in a four part white paper on reducing employee turnover.
How to Write White Papers for Credibility and Profits
White Papers increase credibility and profits . Marketing with White Papers as a part of your marketing strategy can create very quick and appealing results.
How to Attract More Customers with White Papers
Writing White Papers is a very powerful way to attract more well-paying customers and clients. White papers offer a very unique marketing advantage in a very competitive marketplace.
Measuring and Tracking Your Marketing Effectiveness
This article speaks to the importance of putting a measurement system into place so that you can prove your marketing campaign effectiveness. It cites some recent research and gives some initial steps to begin considering so that you, too, can implement effective tracking.

Other whitepaper Related Articles

Search Engine Marketing - The Importance Of The \"Easy Sale\"
In our previous post, we discussed the concept of the Search Engine Marketing (SEM) two-step, and ended by introducing the concept of the “easy sale”. What’s the easy sale? That’s the offer on your Website that allows your prospect to sign up for an e-newsletter / request a whitepaper / complete a scorecard – anything that allows them to learn more about your company without the risk of having to speak to a live human being – or worse – the dreaded “Sales Representative”. In return, you capture their contact info (email address minimum) which now allows you to continue marketing to this prospect on an ongoing basis and puts you in control of the sales cycle.
The Keys to Multi-Channel Success
This article reports on a webcast where an executive from Accudata talks about the importance of integrating multi-channel marketing into your overall strategy. If you're interested in learning more about this topic, just email us and we'll send you our whitepaper on Effective Multi-Channel Marketing Techniques. Our general email is info@rrwconsulting.com. Enjoy!
What is Preventable Turnover?
This article, part of the WOW whitepaper on retention, focusses on why employees engage, and what sucessfully engaged companies do to reduce turnover and engage their teams.
The Economics of E-Mail
"E-mail is the single most important tool for business communication." Despite this, businesses may not step back to assess costs and cost-effectiveness of different types of e-mail systems. This article takes a look at the major e-mail options, their advantages and disadvantages. This topic is the second in our 2009 whitepaper series: "Making every IT dollar count!" The full whitepapers are available on our website.
Total Cost of Ownership TCO of IT
Business owners too often don't factor in the total true costs of IT assets. Indirect, or "hidden", costs (lost productivity) are frequently higher than the more obvious direct costs (hardware, software and support). Detailed TCO calculations aren't practical for small businesses, but it's feasible and, we'd argue, critical, to understand and apply the general concepts of TCO. This topic is the first in our 2009 whitepaper series: "Making every IT dollar count!" The full whitepapers are available on our website.
Strangling the Internet: Why Spam Matters and What It Costs
More than 70% of all e-mails are spam - that's 53.8 trillion per year! Spam is projected to cost $130 billion worldwide in 2009. The major cost to individual businesses is lost productivity through employees' time spent reviewing spam or searching for lost e-mails. This article looks at the cost of spam to businesses and reports that quarantining suspected spam costs 62% less than aggressive deleting policies. This topic is the third in our 2009 whitepaper series: "Making every IT dollar count!" The full whitepapers are available on our website.
Start your Marketing with a User Story
One of the interesting things about Agile Project Management is that you start with creating a user story. In the marketing process, how many times do you start with a customer/prospect telling the marketing department how they use or will use the product or service? I know we interview people or perform won/loss analysis, but I wanted to go an additional step. What if we would paint the picture of how a user will interpret this marketing campaign or for that matter this blog, advertisement, whitepaper, etc?
Navigating the Airport of Tomorrow
Overview of a recent speech and whitepaper on the airport of the future
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